We understand that buying isn’t always easy – even when you’re in the profession of sales! There are many options to navigate, variables to understand, and new technologies to learn. A Request for Proposal (RFP) can be a valuable resource to help navigate all this complexity.
When selecting a sales engagement platform – or any sales technology – to support your sales success, it’s imperative that you be diligent in creating your RFP. SalesLoft has created a Free Sales Engagement Platform RFP Template to help ensure the sales engagement solution you choose fits your sales strategy and drives revenue.
Free Sales Engagement Platform RFP Template
This template includes all the information seamlessly at your fingertips so you don’t have to start from scratch. It includes an overview providing the structure needed for the vendor, including objective, scope, key contacts, and timeline. Also, it provides the key categories you need to deep dive on including functionality, technical, security, implementation, and support to help you evaluate how the solution improves call automation, monitors prospect intent, transcribes conversations, and more! We did the hard work to capture your questions across the most important areas, all you need to do is make small tweaks to ensure it captures your organization’s needs.
Get answers to the questions that will help you and your stakeholders make the right sales engagement platform selection. We all know how painful a wrong technology decision can be. You either have to live through it or start all the buying process all over again to replace the technology. An RFP can help make the right decision the first time around.
Here are additional best practices to successfully navigate the Sales Engagement RFP process.
An RFP helps you and your company identify what is most important. It should make it easy for you to answer the following questions:
- What do you need from the technology in order to be successful?
- What business problem or business opportunity is it enabling or both?!
- What are the must-haves and the nice-to-haves?
Investing in answering these questions upfront in the creation of your RFP will help develop a valuable RFP to aid in the selection the right sales engagement platform for your company.
The RFP can be used as a tool to drive and gain alignment among the internal stakeholders. Through refining the RFP template, you can gain input from key stakeholders, including Legal, Security, business unit owners, users, etc. to capture the implications from the software. These insights could include requirements, implementation considerations, security standards, change management, user scope, etc. In this process, confirm roles and responsibilities. Identify who is the decision-maker and who needs to be consulted and informed throughout the RFP process to ensure clarity upfront. Also, include end-users in the process, this will help ensure strong adoption.
In going through this process you may also identify people who have used the technology at other companies. Don’t be afraid to leverage them! They can provide valuable input into the process.
By submitting a sales engagement technology RFP to each contender, you are able to source the same types of information from everyone. This makes it easy to do an ‘apples to apples’ comparison of the solutions. Through this process, you can assess how your ‘must haves’ are met and determine what vendors are a fit that you want to continue the sales process with.
For instance, how does the vendor simplify calling on-demand, automate workflow, record conversations, simplify appointment setting, and monitor intent?
Assess Scalability and Integration
The RFP also provides the ability to understand how the new technology will (or won’t!) engage with your existing technology. It’s vital that the systems talk to one another to ensure the optimal impact and user experience. Need to ensure that the platform not only works today but also for tomorrow’s needs. RFP can help you understand if the sales engagement platform can scale and grow to fulfill your growing needs, whether it is expanding to additional teams or accommodating new hires. A significant piece of any new technology implementation is change management. Ensure the vendor provides the right implementation and support structure you need since user adoption will be critical to achieving your efficiency and effectiveness goals.
Now you have the tools and the tips to successfully kick-off, navigate, and execute a sales technology RFP. More importantly, identify the right technology for your organization that will help you more effectively and efficiently achieve your business goals- it is a win-win for all.
This RFP can also help you drive alignment across key stakeholders and users to identify your organization’s needs so that you can make the right decision the first time around. Enter your email below to get it delivered right to your inbox!